A guide for small businesses interested in prime contracting and subcontracting opportunities with the Federal Government. A guide for small businesses

A guide for small businesses A guide for small businesses interested in prime contracting interested in prime contracting and subcontracting opportunities and subcontracting opportunities with the Federal Government.with the Federal Government.

How to do Business with the How to do Business with the Federal GovernmentFederal Government

Policy StatementPolicy Statement

It is the policy of the United States, It is the policy of the United States, as stated in the Small Business Act, as stated in the Small Business Act, that “All” small businesses have the that “All” small businesses have the maximum practicable opportunity to maximum practicable opportunity to participate in providing goods and participate in providing goods and services to the government.services to the government.

SBA LegislationSBA LegislationTo ensure that small businesses get To ensure that small businesses get

their fair share, SBA:their fair share, SBA:

negotiates annual procurement goals negotiates annual procurement goals with each federal agency;with each federal agency;

reviews each agency’s results; andreviews each agency’s results; and is responsible for ensuring that the is responsible for ensuring that the

statutory government-wide goals are statutory government-wide goals are met.met.

Government Wide Statutory Government Wide Statutory GoalsGoals

Small business - 23 % of prime contracts Small business - 23 % of prime contracts

SDB - 5 % of prime & subcontracts SDB - 5 % of prime & subcontracts

WOSB - 5 % of prime & subcontracts WOSB - 5 % of prime & subcontracts

HUBZone - 3 % of prime contracts HUBZone - 3 % of prime contracts

SDVOSB - 3 % of prime & subcontracts SDVOSB - 3 % of prime & subcontracts

Getting Started – Basic Getting Started – Basic QuestionsQuestions

1.1. Which government agencies buy Which government agencies buy my products and services?my products and services?

2.2. How do I get in touch with them?How do I get in touch with them?

3.3. How do I market to them?How do I market to them?

Getting Started – Basic Getting Started – Basic AnswersAnswers

Answer to Question # 1 Answer to Question # 1 (who buys what I (who buys what I sell) sell)

Federal Procurement Data CenterFederal Procurement Data Center www.fpdc.gov - Identify who buys your www.fpdc.gov - Identify who buys your

product or service (hint: know your product or service (hint: know your NAICS code)NAICS code)


Answer to Question # 1 Answer to Question # 1 (who buys what I (who buys what I sell) sell)

Review agency publications:Review agency publications: Forecast of Procurement/Contracting Forecast of Procurement/Contracting

OpportunitiesOpportunities Subcontracting DirectorySubcontracting Directory ““How to” publications (if the agency has How to” publications (if the agency has

one)one)


Answer to Question # 2 – Getting in Answer to Question # 2 – Getting in TouchTouch

Check out these websites:Check out these websites:

www.fedbizopps.gov – Register - get www.fedbizopps.gov – Register - get notices of government requirements for notices of government requirements for your NAICS codeyour NAICS code

www.fedbid.com – Register - Compete on-www.fedbid.com – Register - Compete on-line for government requirements for line for government requirements for your NAICS codeyour NAICS code


Answer to Question # 2 – Getting in TouchAnswer to Question # 2 – Getting in Touch

www.mbda.gov – Register – Phoenix Database www.mbda.gov – Register – Phoenix Database to get free contract referrals.to get free contract referrals.

http://pro-net.sba.govhttp://pro-net.sba.gov - Register – SBA’s - Register – SBA’s referral database for Contracting Officers.referral database for Contracting Officers.

http://web.sba.gov/subnet - Prime Contractors http://web.sba.gov/subnet - Prime Contractors post subcontracting opportunities here.post subcontracting opportunities here.

www.ccr.gov – Register – You have to be www.ccr.gov – Register – You have to be registered to get paid!registered to get paid!

http://pro-net.sba.gov/


Answer to Question #3 – How do I market Answer to Question #3 – How do I market them?them?

Generally speaking, the government is Generally speaking, the government is decentralized. Most agencies consist of decentralized. Most agencies consist of numerous buying activities.numerous buying activities.

Learn what each targeted organization Learn what each targeted organization does and how they spend their money!does and how they spend their money!


Answer to Question # 3 – How do I market Answer to Question # 3 – How do I market them?them?

Participate in:Participate in: Targeted Outreach ActivitiesTargeted Outreach Activities Local Conferences/Trade ShowsLocal Conferences/Trade Shows

Focus on 3-5 agencies and allow 18-24 Focus on 3-5 agencies and allow 18-24 months for relationship building.months for relationship building.

Getting Started – Basic AnswersGetting Started – Basic Answers

Answer to Question #3 – How do I market Answer to Question #3 – How do I market them? them?

Federal Agency One-On-One Counseling Federal Agency One-On-One Counseling SessionsSessions

Department of Homeland Security Vendor Department of Homeland Security Vendor Outreach Sessions Outreach Sessions www.dhs.govwww.dhs.gov, click on , click on Business, scroll down to Small Business Business, scroll down to Small Business ResourcesResources

http://www.dhs.gov/


Answer to Question #3 – How do I market them? Answer to Question #3 – How do I market them?

Federal Agency One-On-One Counseling SessionsFederal Agency One-On-One Counseling Sessions

Treasury Vendor Outreach Sessions Treasury Vendor Outreach Sessions www.treas.www.treas.govgov//sbasba, click on Outreach Activities, click on Outreach Activities

Department of Justice Monthly Counseling Department of Justice Monthly Counseling Sessions www.usdoj.gov/jmd/osdbu/Sessions www.usdoj.gov/jmd/osdbu/

http://www.treas.gov/sba





Answer to Question #3 – How do I market them? Answer to Question #3 – How do I market them?

Federal Agency One-On-One Counseling Federal Agency One-On-One Counseling SessionsSessions

U.S. Department of Agriculture Vendor U.S. Department of Agriculture Vendor Outreach Program - Outreach Program - www.www.usdausda..govgov//osdbuosdbu//

U.S. Department of Labor U.S. Department of Labor www.dol.gov/osbp/regs/procurement.htmwww.dol.gov/osbp/regs/procurement.htm

http://www.usda.gov/osdbu/









Federal Agency One-on-One Counseling Federal Agency One-on-One Counseling SessionsSessions

U.S. Department of Health & Human ServicesU.S. Department of Health & Human ServicesContact Ruth Lewis for more information at Contact Ruth Lewis for more information at [email protected]@hhs.gov


Answer to Question #3 – How do I market them?Answer to Question #3 – How do I market them? Federal Agency One-on-One Counseling Sessions Federal Agency One-on-One Counseling Sessions

Department of Veterans AffairsDepartment of Veterans Affairswww.va.gov/osdbu/conference/register.htmwww.va.gov/osdbu/conference/register.htm

U.S. Department of Housing and Urban U.S. Department of Housing and Urban Development Development www.hud.gov/offices/osdbu/index.cfmwww.hud.gov/offices/osdbu/index.cfm



Develop a Marketing Plan/Strategy Subcontracts Prime Contracts Teaming/Joint Ventures Mentor Protégé Agreements Pre-existing Contract Vehicles

Getting StartedGetting Started

Key Sources of Assistance Key Sources of Assistance

(locate the office in your local area)(locate the office in your local area)

SBA – U.S. Small Business Administration SBA – U.S. Small Business Administration (http://www.sba.gov/)(http://www.sba.gov/)

PTAC – Procurement Technical Assistance PTAC – Procurement Technical Assistance Center Center (http://www.sellingtothegovernment.net)(http://www.sellingtothegovernment.net)

Getting StartedGetting Started

Key Sources of Assistance Key Sources of Assistance (locate the office in your local area)(locate the office in your local area)

OSDBU – Office of Small & Disadvantaged OSDBU – Office of Small & Disadvantaged Business Utilization Business Utilization (http://www.osec.doc.gov/osdbu/Acq_and_SB_Spe(http://www.osec.doc.gov/osdbu/Acq_and_SB_Specialist_Offices.htm#mpo)cialist_Offices.htm#mpo)

SBDC – Small Business Development SBDC – Small Business Development Center (http://www.sba.gov/sbdc/)Center (http://www.sba.gov/sbdc/)

Basic InformationBasic Information

There are two types of contracting There are two types of contracting opportunities:opportunities:

Prime Contracting – you hold the contractPrime Contracting – you hold the contract

Subcontracting – a larger company holds Subcontracting – a larger company holds the contract and you get to work on a the contract and you get to work on a piece of itpiece of it

Basic Information (continued)Basic Information (continued)

After consideration of required sources (read After consideration of required sources (read FAR Part 8), the contracting officer has 2 FAR Part 8), the contracting officer has 2 choices:choices:

1.1. use a pre-existing contract (FSS, use a pre-existing contract (FSS, GWAC, GWAC, Department-wide contract)Department-wide contract)

2.2. use open market proceduresuse open market procedures


Key Tip:Key Tip:If what you provide is listed on a GSA Federal If what you provide is listed on a GSA Federal Supply Schedule, then get on the schedule! Supply Schedule, then get on the schedule!

Why? because it is a faster method of buyingWhy? because it is a faster method of buying

Do your research, find out what pre-existing Do your research, find out what pre-existing vehicles are used by the agencies you have vehicles are used by the agencies you have targeted and, most importantly, let agencies targeted and, most importantly, let agencies know what contract vehicles you have available know what contract vehicles you have available to them.to them.


Dollar amounts & methods of procurement Dollar amounts & methods of procurement you should know about:you should know about:

Up to $2,500 – Micropurchase (credit card)Up to $2,500 – Micropurchase (credit card) $2501-$100,000 – Simplified Acquisition $2501-$100,000 – Simplified Acquisition

Procedures (SAP)Procedures (SAP) Over $100,000 – Formal Contracting Over $100,000 – Formal Contracting

ProceduresProcedures

Note: under commercial items test – Note: under commercial items test – $5,000,000 can be considered SAP$5,000,000 can be considered SAP

Small Business Procurement Small Business Procurement ProgramsPrograms

8(a) Program set-aside8(a) Program set-aside HUBZone Program set-asideHUBZone Program set-aside Traditional Small Business set-asideTraditional Small Business set-aside Mentor-Protégé ProgramsMentor-Protégé Programs Full & Open competition toolsFull & Open competition tools

SDB evaluation factor-prime proposes SDB SDB evaluation factor-prime proposes SDB targetstargets

SubcontractingSubcontracting HUBZone Price Evaluation Preference (10%)HUBZone Price Evaluation Preference (10%) SDB Price Evaluation Adjustment (10%)SDB Price Evaluation Adjustment (10%)

Small Business Procurement Small Business Procurement ProgramsPrograms

Currently, there is no way to limit the Currently, there is no way to limit the competition to: competition to: Women Owned Small BusinessWomen Owned Small Business Small Disadvantaged BusinessSmall Disadvantaged Business Service-Disabled Veteran Owned Small Service-Disabled Veteran Owned Small

Business orBusiness or Veteran Owned Small BusinessVeteran Owned Small Business

Therefore, marketing is critical!Therefore, marketing is critical!

The “Model” Small Business FirmThe “Model” Small Business Firm

Working in the federal marketplace Working in the federal marketplace understands:understands:

Core competenciesCore competencies Marketing and relationship buildingMarketing and relationship building Schedules/Multiple award contractsSchedules/Multiple award contracts Open Market procurement (FedBizOpps)Open Market procurement (FedBizOpps) Prime contractingPrime contracting SubcontractingSubcontracting

The “Model” Small Business FirmThe “Model” Small Business Firm

Equipped to do business with the Government:Equipped to do business with the Government: Accepts the government purchase card (Visa Accepts the government purchase card (Visa

or Mastercard)or Mastercard) Has good marketing materialsHas good marketing materials Has a niche (What’s yours?)Has a niche (What’s yours?) Has resources (people, equipment)Has resources (people, equipment) Is web savvyIs web savvy Is registered in Government pre-existing Is registered in Government pre-existing

databases (Pro-Net, CCR)databases (Pro-Net, CCR)

In SummaryIn SummaryWhat Really Works...What Really Works...

RelationshipsRelationships NetworkingNetworking Multiple Contracting VehiclesMultiple Contracting Vehicles Continuous MarketingContinuous Marketing Being PreparedBeing Prepared

In SummaryIn SummaryWhat Really Works...What Really Works...

Get InvolvedGet Involved Past PerformancePast Performance Share InformationShare Information PatiencePatience PersistencePersistence

RememberRemember

Home work always comes before success in the dictionary & Small

Business Procurement!

Documents

A guide for small businesses interested in prime contracting and subcontracting opportunities with the Federal Government. A guide for small businesses